If you're an owner of a firm then I'm sure you know who your clients are. If you want to increase sales for your firm then it is important to understand who your client really is. You may find this perspective quite fascinating and daunting at the same time. Most entrepreneurs feel that you hardly have time to know your clients less alone their clients. However, a customer management system can help you in solving this problem.

Remember that, lack of knowledge about who your customers really are can create missed opportunities. Here are the seven ways to categories customers of a firm.

• Active paying – Customers who buy every 90 days or less.
• Active non-paying – Customers who buy
  when the need arises.
• Non-active – Customers who have not purchased in the last 1 to 2 years.
• Lost – If one of your customers is now buying from someone else is considered as lost.
• Direct Referral - Those who refer new customers to you, but have never purchased your services.
• Centers of Influence – People who help in connecting you with others reducing the number of connections is known as center of influence.
• Undefined - Those who may mention your name in passing and you never physically connect.

The marketplace today, is highly competitive. This perspective will help you see things differently and provide you with several competitive advantages such as increase sales, reduced costs and loyal customers.